What we’re looking for:
As the Senior Director of EMEA Sales Enablement and Readiness, you lead a team responsible for maximising the readiness and success of our sales teams as we continually innovate our products and optimize our go to market.
Position Summary:
You ensuring the enablement needs of the EMEA sales team are met across the following categories:
- Sales Skills & Competencies. Equip the team with the skills needed to carry out our sales process effectively, approach accounts/territories strategically, and build relationships at the right level within the customer organization.
- Functional & Technical Readiness. Ensure the team understands our products, including sales motions, customer value proposition, and competitive differentiation as well as product-related skills to progress sales such as demos and proofs of concept.
- Role Transformation. Understand how roles will need to evolve over time in the context of the company’s transformation, and translate that into enablement needs and plans.
- Strategic Projects: Work with EMEA and/or Worldwide Sales leadership to drive strategic projects, including related enablement and communications.
- Support for Geo Initiatives: This can range from targeted sales campaigns, operational changes, and other elements tied to EMEA direction and business.
You are accountable to the VP of Worldwide Sales Enablement as well as the SVP of Sales and Services for EMEA as well as the EMEA COO. You ensure that the sales teams have the right knowledge, skills, and tools to meet the geography’s financial targets. This must be in close collaboration with the Area VPs, sales operations leader, the rest of the EMEA leadership team and the Worldwide Sales Enablement team.
Key Responsibilities:
- Business partnering – Understand and anticipate business performance, requirements and gaps of the sales team in EMEA and represent those requirements and business needs in corporate initiatives. Proactively identify ways the EMEA Readiness team can help contribute to achieving the Geo goals and improve business performance.
- Prioritization and planning – Ensure that enablement activities align to the strategic priorities of the business and that there is a cohesive approach for the EMEA sales team across global and in-geo enablement and communications efforts.
- Content creation, sourcing and delivery – Work closely with WW Sales Enablement, the learning & development team, and third-party vendors to source appropriate content, leading those teams and the EMEA Readiness team to customize or create content as needed.
- Driving alignment – Act as a leader with vision both within the Worldwide Sales Enablement team and the EMEA Sales & Services virtual leadership team to ensure alignment with key enablement initiatives and drive success of those initiatives within EMEA.
- Driving adoption, change and performance against key business metrics – Drive adoption of new knowledge, skills, and abilities through well-designed enablement programs and robust organisational change plans. Keep track of key business metrics and develop and implement plans to achieve targets.
- Program management and execution – Manage effective execution of enablement programs within the Geo. Ensure full value and desired outcomes are achieved. In addition to driving global efforts, lead all EMEA-specific enablement efforts including content creation, delivery and ongoing management.
- Measuring outcomes and effectiveness – In collaboration with broader Worldwide Sales Enablement team and EMEA Ops, define and track appropriate important metrics to measure success and identify and implement needed improvements based on that data.
- Thought leadership: Bring thought leadership to both Geo-specific and global enablement initiatives based on past experience to positively impact sales and enablement team results.
- Team leadership – Provide direction and manage activities of the EMEA Readiness team including all general management responsibilities including coaching, staff and team development, etc. Participate as a key member of the Worldwide Sales Enablement leadership team and work closely with the entire org to foster collaboration and working together as one distributed team.
Experience and Requirements:
- Experience and ability to define, build and maintain organizational capability through a structured approach to skills assessment, training, and development.
- Organisational change expertise, with shown ability to build enablement / readiness frameworks to effectively embed new knowledge, skills, and abilities needed for transformational change.
- Deep and broad sales and business knowledge, including solid understanding of financial principles, business case justification, and key performance indicators.
- Experience in cross functional/departmental alignment and working in matrixed management structures. Proven track record to align and work with Sales, Services, Product, Support and other (internal) business units.
- Experience leading and developing robust teams, including direct management as well as management of virtual project teams.
- Ability to lead training sessions as needed.
- High degree of motivation and professionalism with advanced organizational and project management skills.
- Direct sales experience or customer-facing experience with Citrix technologies a plus.
Basic Qualifications:
- University Degree or equivalent experience
- Extensive progressive business experience
- Relevant enablement experience with focus on sales enablement a plus.
- Ability to travel up to 50% of the time within assigned territory and other locations where required.
- Ability to work remotely during flexible hours to accommodate multiple time zones.
- Outstanding oral and written communications skills, as well as excellent presentation skills; understanding of how to communicate effectively to a broad audience and at various levels of the organization.
What you’re looking for:
Our technology is built on the idea that everyone should be able to work from anywhere, at any time, and on any device. It’s a simple philosophy that guides everything we do — including how we work. If you’re driven, passionate and curious, we invite you to make a difference with a brand you can believe in. We want employees to do what they do best, every day.
Be bold. Take risks. Imagine a better way to work. If we just described you, then we really need to talk.
Functional Area:
Product and Field Readiness
